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Regional Sales Manager, West

Dutchie
15 days ago
On-site
California
Cannabis Tech Industry

About Dutchie

Founded in 2017, Dutchie is a comprehensive technology platform powering dispensary operations, while providing consumers with safe and easy access to cannabis. Dutchie aims to further support the positive societal change the cannabis industry brings to the world through wellness benefits, social justice, and empowering local communities through tax revenue. Powering thousands of dispensaries across 40+ markets throughout the United States and Canada, Dutchie is the leading technology company in the cannabis space and was named in Fast Company’s 10 Most Innovative Companies in North America and listed two years in a row on LinkedIn’s Top 50 Startups.

Dutchie has raised over $600M in funding to date, backed by D1 Capital Partners, Tiger Global, Dragoneer, DFJ Growth, Thrive Capital, Howard Schultz, Snoop Dogg’s Casa Verde Capital, Gron Ventures, members of the founding team at DoorDash, Kevin Durant’s Thirty Five Ventures, and other notable angel investors.

About This Job

As the Regional Sales Manager, West, you will lead the charge for Dutchie’s next phase of growth. You aren’t just a manager; you are a coach, a strategist, and a culture-builder. You will oversee a high-performing team of Account Executives (AEs) dedicated to winning new business across existing recreational and medical markets, as well as support the company as new markets open up.

In a rapidly evolving industry, you will be the bridge between Dutchie’s vision and the success of our dispensary partners. We are looking for a "player-coach" mentality - someone who thrives on the adrenaline of a fast-paced market and possesses a relentless focus on both team development and customer experience.

What You'll Do...

  • Lead & Coach: Recruit, onboard, and develop a world-class team of Account Executives. You prioritize "the win" through the growth of your people, using data and real-time coaching to level up their skills.
  • Drive Revenue: Take full ownership of the West Coast new business quota. You’ll manage the pipeline with precision, ensuring consistent delivery against aggressive growth targets.
  • Master the Methodology: Standardize and reinforce MEDDPICC across your team to improve forecast accuracy, deal qualification, and win rates.
  • Optimize Efficiency: Leverage a modern sales stack - including Salesforce, Slack, Gong, and AI-driven tools - to automate workflows, extract insights from sales calls, and drive team productivity.
  • Innovate: In the cannabis space, the only constant is change. You will develop creative sales strategies to outmaneuver competitors and navigate complex regulatory environments.
  • Prioritize the Customer: Ensure that every "closed-won" deal is the start of a successful long-term partnership by emphasizing a consultative, customer-first sales approach.

What You Bring...

  • A Dynamic Leader: You have 5+ years of sales experience, with at least 2+ years in a leadership role within a high-growth SaaS or Fintech environment.
  • A MEDDPICC Pro: You don't just know the acronym; you live the methodology. You use it to inspect deals and coach your team toward higher conversion.
  • Tech-Forward: You are highly proficient in Salesforce and Gong. You are an early adopter of AI tools and understand how to use them to streamline the sales cycle and gain a competitive edge.
  • Agile & Hungry: You have a "start-up" mindset. You move fast, pivot when necessary, and bring a high level of energy to the team every day.
  • Strategic Communicator: You can distill complex product offerings (POS, Payments, Ecommerce) into a compelling narrative for dispensary owners and MSOs alike.

You’ll Get…

We are targeting an OTE of $220,000 - $250,000 based on the intended level for this role.

In addition to cash compensation, our total rewards package includes:

  • Full medical benefits including dental and vision plans to ensure you always have the best care.
  • Equity packages in the form of stock options to all employees.
  • Technology (hardware, software, reading materials, etc..) allowance
  • Flexible vacation and sick days

At Dutchie, we’re committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Dutchie believes that diversity and inclusion among our teammates is critical to our success, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool.